I'm a big fan of Scott Osman's writing on leadership. Recently, he wrote an … [Read more...]
Tag: Change
Differentiating Skills: Curiosity, Generosity, Humanity
Sales Innovation Posted on July, 2023
Yes, I know the majority of you, justifiably, will think this title is an … [Read more...]
We're Long Past Our "Use By Date" Posted on June, 2023
I love both my sisters dearly. But one had the most annoying habit. When she … [Read more...]
The Willingness To Be Wrong Posted on June, 2023
The willingness to be wrong. Not quite the poster child for our daily … [Read more...]
Information Asymmetry Posted on June, 2023
I read a post by a respected sales expert on "Information Asymmetry." … [Read more...]
Skipping "Foundational Knowledge" Posted on June, 2023
Foundational knowledge is about developing fundamental understanding about the … [Read more...]
"A Little Knowledge......" Posted on June, 2023
We have tools and data sources that gives us all kinds of information and data. … [Read more...]
Becoming Efficiently Ineffective Posted on June, 2023
Selling has an obsession with efficiency! We want to eliminate any wasted time. … [Read more...]
What's "Prompt Engineering" Have To Do With Sales? Posted on June, 2023
Brent Adamson and I were having one of our normal conversations, by which I … [Read more...]
Discovering And Qualifying Is Not Just For Sellers Posted on May, 2023
Discovery and qualifying are critical to sellers. We use discovery to understand … [Read more...]
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